130 SALES TIPS FOR130 SALES TIPS FOR 2015 If you’re in sales, you know just how important it is to maximize your productivity, stay motivated, and close deals. But the landscape

Mark Hunter 43The Sales Hunter

“Have a dedicated time set aside, either daily or weekly, to do your prospecting.”

Jason Jordan 51Author, speaker

“Incentives are nice, but they’re not the ultimate motivator. What is? Having a clear path to success.”

Anthony Iannarino 62Author, speaker

“The future of sales is not about your product or service, but about the level of value you deliver.”

Jon Birdsong 31CEO

“Sales managers who lead people with the help of data will be the ones we emulate.”

130 SALESTIPS FOR2015

If you’re in sales, you know just how important it is to maximize your productivity, stay motivated, and close deals. But the landscape has changed quite a bit. Buyers are more educated and have more choices than ever before. Technology like CRM solutions and social media make it easier for you to connect and understand your prospects. Demonstrating expertise and establishing rapport with the prospect is becoming more important than the actual product you’re selling.

It can be difficult to keep up with the breakneck pace of innovation and changes within the field. That’s why we’ve created this e-book — to round up 130 of the best sales tips we could find so that you can succeed in 2015 (and beyond). We sourced these tips from a range of experts, from our own network of talented guest authors and influencers to our passionate Twitter followers. In the following pages, you’ll be able to absorb their wisdom on a variety of topics, from productivity and sales culture to prospecting and cold calling. This e-book is jam-packed with tips to make sure you crush your numbers this year.

Introduction

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Table of Contents03

06

09

12

14

17

20

23

26

29

32

Productivity

Sales Coaching & Leadership

Motivation

Sales Culture Cold Calling & Email

CRM & Analytics

Future of Sales

Relationship Management

Social Media, Content & Marketing

Prospecting & Pipeline

Closing the Deal

CHAPTER 1:

ProductivityCompanies can do all they can in order to foster the most productive workplace, but all of that is null and void if the salespeople can’t develop their own habits to make the most of each day. But developing productive habits isn’t a one-size-fits all process — it’s all about trial and error to figure out what is best for your personal work style and personality.

Highly engaged employees are 38% more likely to have above-average productivity.- Workplace Research Foundation

CHAPTER 1: Productivity

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Tip #5Have a dedicated time set aside, either daily or weekly, to do your prospecting.

Mark HunterThe Sales Hunter

Tip #6When you switch tasks over and over before completing one, you constantly interrupt your own focus, again and again. Single-tasking keeps you on point and gets the job done.

Laura StackAuthor, speaker, productivity expert

Tip #7aText is a typing accelerator for iOS. It’s by far one of the most valuable tools and will cost you the price of a beer.

Sean KesterSales Development Team Lead

at SalesLoft

Tip #8Try breaking up your day into six-minute blocks and recording your activities during each of those six-minute periods. Doing this will shine a light on where you may be wasting time and where you could be more productive. I’ve found the process to be incredibly enlightening.

Yaniv MasjediVP of Marketing, Nextiva

Tip #4Strip down to the bare electronic essentials when you’re trying to focus on a project. Put your cell phone on airplane mode. Turn off your email alerts. Unless you’re a 911 operator or a high-level executive assistant, you don’t need to be instantly accessible.


Tip #3Productivity means you engage all the stakeholders and uncover each of their needs and requirements, and not just your champion.

Anthony IannarinoAuthor, speaker, sales expert

Tip #2Every time you think of something and are tempted to switch focus, STOP. Don’t do it — write it down instead.


Tip #1The key to increased productivity is quite simple: Focus on the few things that make the biggest difference. The difficulty is actually doing it.

Jason Jordan Author, speaker, sales

management expert


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Tip #14Lots of coffee ;)

Chris MulcahyTextUs.Biz

Tip #13You’ve done your job long enough that you’ve lost your fresh perspective. Check how other teams do their work and discover ways to improve.

Don MacLennanCEO, Bluenose

Tip #12Identify the first 15-20 people you need to call tomorrow before you leave the office,. The next morning, make those calls before you open your email, Web browser or CRM.

Matt HeinzPresident, Heinz Marketing Inc.

Tip #11Disciplined selling is the discipline to do the tasks you loathe in order to produce the results you love.

Mark HolmesPresident, Salesonomics.com

Tip #10Unclog your sales forecast. Clean up your pipeline with the right prospects and stop chasing the wrong ones.

Josiane FeigonCEO, TeleSmart

Tip #9When you delegate a task, always give a due date and a relative priority, in relation to the things already on the task list.


Secrets of the Most Productive Salespeople.As competition increases in nearly every industry, it has become more important than ever for sales professionals to be at the top of their game. We surveyed 25 of the sales industry’s top thought leaders on their productivity tips and compiled their answers into one comprehensive look at sales productivity that includes:

• A glimpse at the productivity habits of leading thought leaders

• How to train your brain for maximum productivity

• Advice and strategies to use in your own career

Download ›


https://www.salesforce.com/form/pdf/sales-productivity.jsp?d=70130000000lkRV&internal=true&nc=70130000000YrQv

CHAPTER 2:

Sales Coaching and LeadershipThere’s no exact recipe for what makes a good leader, and salespeople all have different ideas for what leadership style they respond to best. But there are certain tried-and-true tactics for inspiring your salespeople to perform their best, like developing top-notch training and recognizing and understanding what drives each salesperson on an individual level.

A leader is best when people barely know he exists; when his work is done, his aim fulfilled, they will say: we did it ourselves.- Lao Tzu

CHAPTER 2: Sales Coaching and LeadershipCHAPTER 2: Sales Coaching and Leadership

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Tip #19Focus your sales coaching not only on the “what,” (what’s in your pipe, what deals you’re closing next, what demos you’ve done), but, just as importantly, on the “why” and “how” of executing the sales process.

Jon BirdsongCEO, Rivalry

Tip #20Create written policies to document policies and practices, so a new person or temp is consistent in the implementation.


Tip #21Coaching is neither a democracy nor a communistic activity. Spending equal time with each rep does not give you the biggest bang for your buck. The group that provides you with the best impact from your coaching efforts is your core performers. Focus a greater effort on your core performers to drive peak performance.

Steven RosenAuthor, speaker, executive coach

Tip #22Don’t wait until the end of the quarter to provide feedback to your sales reps — do it weekly in a one-on-one meeting.

Sean KesterSales Development Team Lead at

SalesLoft

Tip #18The problem with “sales coaching” is that it lacks definition. If you want managers to coach, 1) define what it looks like, 2) communicate when and where it should happen, and 3) measure that it’s taking place.

Jason JordanAuthor, speaker, sales

management expert

Tip #17You hired sales people for one reason only: to sell. Invest heavily in your sales development infrastructure and technology to ensure that closing is all they have to focus on.

Pete GraceyCEO, QuotaFactory

Tip #16Being an effective leader starts with the hiring process. A solid hiring process focuses more on a candidate’s attitude and work ethic than his or her institutional knowledge. Skills can be taught, but attitude is inherent. Hire on attitude and your company’s culture will shine.


Tip #15Forget about the 80-20 rule. Do 20% of reps really bring in 80% of the business? Not even close. A national analysis by the Sales Executive Council found that the top 20% only bring in 33% of revenue. So to get big increases in productivity, sales managers can’t just focus on the stars.

Michael BoyetteExecutive Editor, Rapid

Learning Institute

CHAPTER 2: Sales Coaching and Leadership

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Tip #23If your salespeople get their best results when they ignore their sales training, something’s wrong.

Joe GalvinChief Research Officer, MHI Global

Tip #25Real leaders don’t just tell people what to do — they create an identity for their people to live in.

Dan GregoryCEO, The Impossible Institute

Tip #27Salespeople do what you pay them to do, not what you want them to do.

Dan McDadePresident, PointClear LLC

Tip #24Embed sales coaching into every activity and continue to reinforce the selling process.


Tip #26Sales coaching is more than just making the deal better; it’s making the rep better.


7 Tips for Accelerating Sales Performance.Take advantage of this e-book, created from the experience of the best front-line salesforce.com managers. Among many others, you’ll learn actionable tips that will help you:

• Increase outbound sales effectiveness• Make lasting connections with your

prospects• Improve your ability to sell as a team

Download ›

CHAPTER 2: Sales Coaching and Leadership

https://www.salesforce.com/form/sales-performance/sp-accelerate-your-sales-performance.jsp?d=70130000000lwBG&internal=true

CHAPTER 3:

MotivationAlthough gamification continues to gain traction as a top tactic for motivating salespeople, acknowledging that all individuals are motivated by different things is the key to creating a team of high performers. In the end, success is not dependent on the promise of a big bonus or bragging rights; success is dependent on a clear vision from leadership and developing personal habits to keep yourself on track.

Incentives are part of a $100+ billion industry, $46 billion of which is non-cash incentives (a number that’s doubled in the past 10 years).- Incentive Research Foundation

CHAPTER 3: Motivation

Tip #28Motivation is always a short-term strategy. Success requires systems.


Tip #32Motivating salespeople is challenging. The toughest part is that each top performer is different. Knowing that all top performers are different is half the battle. Designing simultaneous motivators for different types of salespeople will help you get the best out of your team consistently.

Dan CeravoloDirector, Sales Operations, RingLead

Tip #30Take each day one vertebrae at a time. Stretch your neck and back, stack your vertebrae tall and straight, and walk into the new year with your head held high.


Tip #34Once you truly embrace and understand your value in the marketplace, you will be emotionally resilient and unstoppable.

Connie KadanskyPresident, Exceptional

Sales Performance

Tip #29Everyone likes to feel special. A moment of magic is connecting with your rep on a personal level, whether it’s asking about his or her family, hobbies, or passions. Creating moments of magic is easy and goes a long way to inspiring success.

Steven RosenAuthor, speaker,

management coach

Tip #33Sign up to support a cause. Your sales heart will feel so much better.


Tip #31Identify a big reward for yourself when you hit your stretch goal – a new toy, a trip, a splurge night out, anything. Put that visual physically on the wall of your desk or cubicle so you stare at it every day. Stay motivated!


Tip #35You have some salespeople that are extremely driven by money, so if the commission plan is designed well and drives the right behaviors, then this is enough to get the most out of this group of top performers.

Dan CeravoloDirector, Sales Operations,

RingLead

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Download ›

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5 Ways To Improve Outbound Sales Performance.Gain higher quality sales leads, using an approach based on developing close relationships with prospects and customers. Salesforce explains:

• Why quality trumps quantity when it comes to outbound prospecting

• How to use social channels as a sales tool• What you can do to identify trigger events

that signal a customer needTip #38At the end of each day, I recommend you write down three things that worked. Allow yourself to acknowledge and appreciate your progress. Feel the feeling of achievement. Most salespeople need a grand-slam achievement to ever give themselves a pat on the back.

Connie KadanskyPresident, Exceptional Sales Performance

Tip #39Don’t assume that everyone is motivated by the same thing. Some employees may be motivated by money and bonuses, while others may prefer non-monetary acknowledgement and the opportunity for upward mobility. Schedule regular one-on-one meetings to get to know each member of your team and to learn what motivates them. Then, tailor programs that will inspire them to do their best.


Tip #37Take just one day to pay it forward — buy that extra cup of coffee for the person behind you in line, or pay the bridge toll for the car behind you.


Tip #36Incentives are nice, but they’re not the ultimate motivator. What is? Having a clear path to success. If you’re confident in what you need to do, you’re highly motivated to do it.

Jason JordanAuthor, speaker, sales management expert


https://www.salesforce.com/form/sales-performance/sp-5-ways-improve-outbound-sales-performance-b.jsp

CHAPTER 4:

Sales CultureGone are the days where culture is an afterthought. As millennials continue to flood the workplace culture is top of mind. A strong work culture doesn’t have to mean ping pong tables in every room. Culture starts with leaders who are willing to go the extra mile for their salespeople and are dedicated to teaching them skills that are valuable for any company the employee may work for down the road.

Companies who implement regular employee feedback have turnover rates that are 14.9% lower than for employees who receive no feedback.- Gallup

CHAPTER 4: Sales Culture

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Tip #40The three secrets to keeping sales millennials happy are to include peer-to-peer mentoring, competitive games, and giving them a fun work culture.


Tip #42When you speak to your reps, they won’t remember what you said, but they will remember how you made them feel.

Steven RosenAuthor, speaker,

management coach

Tip #44Most salespeople set courageous goals. They design their strategy and structure, and they start executing. The missing link is that they do not define what “skills” they need to develop in order to achieve the goal.


Tip #41Ongoing sales education really helps build a positive sales culture. One-on-one coaching is key, as is the continued sharing of best practices and industry information.


Tip #43If you haven’t had an “efficiency meeting” in a while, get it on your team’s schedule. Vent your frustrations. Try different methods. All of this effort will pay off handsomely in the way of increased client acquisition.


The Challenger Sale

What type of sales rep is the most successful?Lone Wolf? Problem Solver? Challenger?

Learn the different types of sales personalities, and why “Challengers” are more successful.

Download ›

CHAPTER 4: Sales Culture

https://www.salesforce.com/form/pdf/challenger-a.jsp?d=70130000000lwBH

CHAPTER 5:

Cold-Calling &EmailThe more things change, the more they stay the same. Technology has changed a lot of the best practices surrounding cold-calling and emailing, but it has not rendered them extinct. Both cold-calling and emailing have their place within the prospecting process, and, when used right, they can be powerful tools in building your pipeline. Your prospects have more tools at their disposal to do their own research about your product (and your competitors’) but you can use this to your advantage rather than viewing it as a roadblock.

CHAPTER 5: Cold-Calling & Email

The best times to email prospects are 8 a.m. and 3 p.m.- GetResponses

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Tip #49From the very first conversation, sales reps should focus on sharing specific examples on how they help their customers reach their goals. Find out what exactly the prospect trying to accomplish and why? Reps should also share examples from past experiences on how their product or service has helped current or past clients’ needs.

Paul AlvesCEO, AG Salesworks

Tip #50What is the secret to sales success? Lots of practice. This bit of wisdom applies to every area of our lives, as most of us know by this point in our careers. Any real success has been the result of doing it over and over again, and this includes sales outreach.

Donato DiorioCEO, RingLead

Tip #51The day before the meeting, send an email saying, “I’m looking forward to our meeting tomorrow. In order to get the most out of our time together, I’ve put together a brief agenda below (3 bullet points). Please email me back to let me know what else you’d like to add (leave three bullet points blank).”

John Barrowssales trainer

Tip #52When you get voicemail instead of a prospect: don’t hang up. Don’t ask for — or expect — a callback. Don’t try to sell your product or service. Your only objective is to have the prospect take your next call. Do it by leaving stuff out of your message.

Michael BoyetteExecutive Editor, The Rapid

Learning Institute

Tip #48Don’t tell your customers what they get from your product or service; show them who they get to be.


Tip #47Salespeople call too high or call too low — the only way they will get anything accomplished is at ground level.


Tip #46Selling is a listening skill — your customers will tell you how to sell to them if you just stop talking long enough.


Tip #45When you send an email, send it to yourself first. Then, check the message on your smartphone. Does it read well there? More and more, decision-makers are checking their messages on their phones. Make sure it reads well on their phone or tablet.

The Irreverent Sales Girl


Tip #53Small organizations give more people decision making power and need more info upfront, but for bigger organizations, less is more. I like to aim high in their org with a simple “introduction request” email that usually gets forwarded downstream to the person you’re supposed to be talking to.

Max AltschulerCEO, SalesHacker.com

Tip #57Once you get a chance to finally talk with someone on the phone, before getting off the phone, ask them “what’s the best way to communicate with you moving forward? E-mail, text, cell?”


Tip #55Send a “summary email” after every call with a client/prospect and ask them to respond back to make sure it is all accurate and if you missed anything.


Tip #59Find a way to personalize the body in each email that you send to a prospect.


at SalesLoft

Tip #54Always test email templates and subject lines against each other for better results. A/B test for a minimum of one month so you have a measurable sample size.


at SalesLoft

Tip #58Most salespeople go on about what they do, who they work for, and their product. Who cares? They’re probably asleep or slamming down the phone by now. Make it about them, their objectives and, specifically, your role in getting them there. Much warmer, and profitable for both.

Tibor ShantoPrincipal, Renbor Sales Solutions Inc.

Tip #56To warm up a cold call, forget about you, your product, or your company. The start of the call has to be about the buyer, their objectives, and evidence that you have actually helped other achieve similar objectives and have done it in a way that has a positive impact for the buyer.

Tibor ShantoPrincipal, Renbor Sales Solutions Inc.

Tip #60Keep your emails to less two scrolls on a smartphone.


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CHAPTER 6:

CRM and AnalyticsData is no longer siloed — accessible only by highly-paid data analysts. The floodgates have opened and analytics are accessible to people all over the company, but what are those data points useful for? Unless the data is actionable and used to drive decisions, it might as well still be stored in a vault under lock and key.

The average ROI for CRM is $5.60 for every dollar spent.- Baseline

CHAPTER 6: CRM and Analytics

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Tip #61Invest in the future and have a plan to improve your data collection and quality. A year from now, you will reap the benefits with fresh insights.


Tip #63Look at usage data to spot upsells.


Tip #65Live in your CRM. Begin each day in your CRM, identify your pipeline gap and fill it, update your conversations in real time, jumpstart stalled opportunities, follow your sales process. Use email and calendar to support your life in CRM. Live in your CRM.

Dave KurlanFounder & CEO, Objective Management Group, Inc.

Tip #62At its core, CRM is a decision-making tool. Don’t just use it to track progress against goals, use it to make better decisions about how to spend your time.


Tip #64Sales managers who lead people with the help of data will be the ones we emulate.


Tip #66Our research reveals 83% of metrics on management reports are actually unmanageable. Stop analyzing revenue a hundred different ways and measure what you can actually control: sales force activities.



Your CompleteCRM Handbook.A growing business needs a good Customer Relationship Management (CRM) application. It helps you manage critical customer information in one place — and gives you a complete view of your business. You’ll gain key business insights that help you close more deals, boost sales, and improve forecasting accuracy. But is now the right time for you?

Tip #67Profile your best customers and turn that into targeting criteria for new customers.


Tip #68Nothing else matters if reps work the wrong deals, so use predictive analytics to show reps which deals to work and which to push. Today’s data science can inspect everything from Salesforce updates to email and meeting activity to inform sales execs, managers, and reps which deals will close this quarter.

Andy ByrneCEO and founder, Clari

Tip #69Simply put, allowing your remote salespeople to perform the same processing and computing tasks on the road as they do from their office with a mobile CRM helps them work smarter.

Donal DalyFounder and CEO, The TAS Group

Tip #70From acquisition to renewal, make predictive analytics your partner throughout the customer lifecycle.


Download ›

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https://www.salesforce.com/form/demo/crm-handbook.jsp

CHAPTER 7:

Future of SalesIt’s no secret that the sales landscape (and all of business, for that matter) is changing at a breakneck pace. Innovation is constant, and there’s no way to always be on the cutting edge of what’s the next big thing. You want always have all the answers, but the important thing is to be adaptable, well-read on industry news, and always ready to learn.

The ideal salesperson in the future will need to have, more than ever, an attitude that unites an unwavering willingness to learn and adapt with an obsessive focus on the client.- Minter Dial

CHAPTER 7: Future of Sales

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Tip #71The future of sales is not about your product or service, but about the level of value you deliver that translates into customer outcomes.

Anthony IannarinoAuthor, speaker, sales expert

Tip #72Partner closely with Customer Success, because they will help you deliver higher renewals and growing accounts.


Tip #732015 is the year of cross-functional sales collaboration. Use the left side of your sales brain!

Babette Ten Haken management consultant and business coach

Tip #74The future of sales lies in the tailored approach of giving, then asking. Get to know your potential customer, delight them with a personal gift or note, and only once you’ve built a solid relationship should you ask for the sale. When you’ve secured the sale, keep the dialogue going. Don’t forget about a lead that was hot two years ago and has now gone cold. Think long-term and keep tailoring your solutions to meet the needs of your client.



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Tip #75The future of sales will essentially resemble the past: meeting customer needs. Except that sales forces will execute much, much better.


Tip #77This is the year of selling adventurously. Never give in to the comfort of mediocrity — give yourself permission to take chances and make mistakes. Adventures help you grow and learn.


Tip #76Always be open to learning! Don’t be too set in your ways, because technology is evolving the sales and marketing communication process.

Megan TonziDirector of Marketing, AG Salesworks

Tip #78In SaaS, the future of sales is customer success.

Don MacLennanCEO Bluenose

Tip #79Omnichannel is going to be an amazing trend for 2015 — the customer’s ability to get the same experience across all channels.

Pavan KR MurthyDirector of Global Sales, AppShark Software

10 Dreamforce Announcements That Will Shape Sales in 2015.

If you missed Dreamforce this year, we’ve got you covered. In this e-book, you’ll discover the ten major breakthroughs for Sales Cloud — and how they will enable the sales team of the future. Explore enhanced capablities, loads of new features, new mobile apps and a seamless user experience. Welcome to the sales success platform, reimagined for today’s sales team.

Download ›


https://www.salesforce.com/form/pdf/DF-announcements-shape-2015.jsp?d=70130000000m0oK&internal=true&nc=70130000000m0oF

CHAPTER 8:

Relationship Building & ManagementSelling is decreasingly about the product that you’re selling, it’s about the relationship that you are building with the prospect that is anchored in trust and expertise. But the work you need to put into that relationship doesn’t stop as soon as the deal is closed — happy customers require constant nurturing of the relationship; they need to know that you view them as more than just dollar signs.

Rather than treating customer relationships as business agreements, approach them as an interaction between your emotions and those of the customer.- Geoffrey James

CHAPTER 8: Relationship Building & Management

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Tip #80Salespeople must remember that people do business with people, not with technology. So get out from behind your computer, and use your phone the way it was originally intended — to have a real conversation. Or better yet, meet in person.

Joanne BlackAuthor, referral sales expert

Tip #84All business, and all selling, is the business of relationships.

Dan GregoryFounder and CEO,

The Impossible Institute

Tip #82Depending on where we sit around the business table, we see the same things differently. Appreciate the differences.

Babette Ten Hakenmanagement and business coach

Tip #86Relationships matter. Get closer to your customer.


Tip #81Our company’s best sales tip is building a great relationship with customers. We believe in becoming a trusted partner in business and with that, the customers will keep coming back. If you go above and beyond, customers will also tell friends and colleagues. Your network will grow.

Deborah SweeneyCEO, MyCorporation

Tip #85People have always been enthralled by technology. But we’ve never been surrounded by so much of it. Technology addiction is a slippery slope. Before we know it, the technology that was supposed to make our lives easier can begin running our lives and ruining our relationships.

Joanne BlackAuthor, referral sales expert

Tip #83The social revolution is a trust revolution; treat customers like friends to improve dialogue.

Nicola BrookesCorporate Communications Director,

NewVoiceMedia

Tip #87Take sales calls from salespeople on a regular basis with an open mindset. You will appreciate their efforts, learn what works and what doesn’t. Plus, you will honor the sales profession. You want prospects to take your calls — respectfully allow salespeople the opportunity to prospect you.

Connie KadanskyPresident, Exceptional Sales

Performance


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Tip #88Speak to your clients in a language they understand. Talking over heads never wins business.

Stephanie OnkenMarketing Coordinator, The Hayzlett Group

Tip #90Give advice like it’s your money, but always remove the “I” in your approach; it’s always about them.

Blair AustinMarketing Director, ILMO Products Company

Tip #92Always carry twice as many business cards as you think you’ll need.


Tip #89Don’t tell the prospect/client when you will get them a certain deliverable and put unnecessary deadlines on yourself. Always ask the client when they need it by.


Tip #91Smile before, during, and after you meet with your next customer. Helped me stay positive at all times.

Guillaume Maichrzik MutebaFreelancer, Events and audiovisuals consultant

Tip #93The greater the degree of interaction with your customers the more value you both get out of their (and your) precious time during meetings.


5 Secrets to Building Your Sales Pipeline.

By combining the right tools, methodologies, and staffing best practices, you can increase your pipeline severalfold, leading to more closed deals and customers. Read this eBook to find out how to:

• Commit to specializing your sales department

• Hire the right people for the right roles• Provide your teams with the right tools

and methods

Download ›


https://www.salesforce.com/form/sales-performance/sp-5-secrets-building-your-sales-pipeline.jsp

CHAPTER 9:

Social Media, Content & MarketingMore and more salespeople are recognizing that social media is a critical piece of the puzzle to not only connect with prospects and customers, but also to demonstrate a level of expertise. One way to promote yourself as a knowledgeable resource is by leveraging content that teaches, informs, and offers opinions about topics that are relevant to your field and to your customers.

Mary WestChief Marketing O�cer at Omni CorpSan Francisco, California | Marketing and Advertsing

Current

connections

Previous

Education

Omni CorpSalesforce.com

Wharton School of Business

500+Send a message

Tweets6,384

Following341

Followers32,481 Follow

Mary West@marywest

CMO of Omni Corp, concert junkie, and grilled cheese enthusiast San Francisco, CA

Mary West

Chief Marketing O�cer at Omni CorpLives in San Francisco, CaliforniaFrom Mooroolbark, Victoria, Australia

Knows English, Swedish, Dutch and 12 others

100% of B2B decision-makers use social media for work purposes.- Forrester

CHAPTER 9: Social Media, Content & Marketing

Mary West

Chief Marketing O�cer at Omni CorpLives in San Francisco, CaliforniaFrom Mooroolbark, Victoria, Australia

Knows English, Swedish, Dutch and 12 others

Tweets6,384

Following341

Followers32,481 Follow

Mary West@marywest

CMO of Omni Corp, concert junkie, and grilled cheese enthusiast San Francisco, CA

Mary WestChief Marketing O�cer at Omni CorpSan Francisco, California | Marketing and Advertsing

Current

connections

Previous

Education

Omni CorpSalesforce.com

Wharton School of Business

500+Send a message

27 /

Tip #94Cold-calling and emailing just don’t cut it any more, and being a source of information — whether it’s helpful tips, timely news, or meaningful market insight — makes the savvy sales professional a trusted partner in the buying process.

Mike DerezinVP Sales Solutions, LinkedIn

Tip #96Sales teams know inbound calls are gold. When people make the effort to call, they’re highly motivated and far along in the buyer journey. The most important thing your company can do is make the most of these opportunities.

Jason SpievakCEO, Invoca

Tip #98The sales cycle isn’t shortening; it is just becoming increasingly invisible as prospects hide behind the anonymity of Google and freely available digital content. To successfully prospect in this world, you or your company must be publishing helpful content that prospective buyers can consume.

Tom MartinFounder, Converse Digital

Tip #95People trust experts. Why? Because expertise is defined by the buyer, not the seller. Leverage the power of blogging, podcasting, speaking and email marketing to position yourself as the expert in your field. Then leverage this expertise to help you increase your closing percentage.


Tip #97All leads aren’t created equal, so, in practice, you should only be responding quickly to the best leads. Sales teams should partner with marketing on a regular basis to identify their most valuable customer profiles, then identify a solution that will push the best leads at the top of the lead response queue.

Howard BrownCEO, RingDNA

Tip #99Don’t lose customers by underutilizing social media. Be active, engaging, and helpful to meet new clients and close more sales.



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Tip #100All selling is social. Always has been. Always will be.

Keith BairdDirector of Social Media Intelligence, Nimble Media

Tip #102If you think a powerful website is critical for sales success, but not social media, your competitors will beat you — every time.


Tip #104Integrate social “touches” into your prospecting cadence.

Emmanuelle SkalaVP Sales, Influitive

Tip #101Do your research. Reach out on channels where [your customers] are most active; engage on topics most relevant to them.

Mia DandCEO, LightHouse3

Tip #103Follow your top 25 target accounts on Facebook and Twitter, and set them up on Google Alerts or other similar tools to keep up to date on what is happening with them.


The Smart Guide to Successful Social Selling

79% of salespeople who use social media as a selling tool outperform those who don’t.* To keep pace with today’s tech-savvy consumers, the smartest sales reps are getting social.

This e-book will walk you through everything you need to navigate social selling like a pro:

• Set up compelling social media profiles• Monitor social channels to identify new

prospects• Engage prospects in the right way

Download ›


https://www.salesforce.com/form/pdf/social-selling.jsp?d=70130000000lfcF&internal=true&nc=70130000000lgxt

CHAPTER 10:

Prospecting & PipelineLike anything else, prospecting takes practice — lots and lots of practice. Knowing when to talk versus when to stay quiet, what to expect at different stages of closing the deal, and how to reach the right person. But each prospect is different and a cookie-cutter formula won’t always get the job done. Having some best practices up your sleeve is essential — but always be prepared for a curve ball.

Thursday is the best day to prospect; Wednesday is the second best day; Tuesday is the worst day.- Insidesales.com

CHAPTER 10: Prospecting & Pipeline

Tip #105Do your homework! Use prospect’s latest info, logo, and news. Many sales presentations die before they begin with bad info or the wrong logo.

Jeffrey HayzlettHost of C-Suite with

Jeffrey Hayzlett

Tip #109Make sure you get a “defined next step” scheduled on the calendar before you leave any call or meeting with your client/prospect.


Tip #107You’d think that a healthy sales pipeline is one that’s full of leads. Research suggests otherwise: lean pipelines generated 48% more revenue than fat ones. The key to a healthy pipeline: disqualify bad leads early, freeing up time to dig deeper with good leads.

Michael BoyetteExecutive Editor, Rapid

Learning Institute

Tip #111Don’t be scared of silence. Allow the prospect time to talk. Most of the time, they will tell you their challenges, which you wouldn’t have come to learn if you rushed into speaking. Listening will give you helpful ideas, allowing you to bring more value to them, and in turn, helping to close that deal faster.

Christopher RuhligSales Executive, RingLead

Tip #106It is just as important to disqualify a lead as it is to qualify it. Your time, talent, and attention are your most valuable sales assets, and they must be used wisely.

Gregg ThalerChief Revenue Officer, RingLead

Tip #110Out of Office (OOO) responses are worth more than gold — use the prospect’s direct line information in the response to your advantage.

Sean KesterSales Development Team Lead,

SalesLoft

Tip #108Unclog your sales forecast. Clean up your pipeline with the right prospects and stop chasing the wrong ones.


Tip #112Always prospect one level higher than the person you typically want to sell to and ask to be referred down.


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Tip #113When you say “value,” make sure you know what you mean.


Tip #115Early in the sales process, ask if the client is OK with telling you no if he or she feels that your solution is not a good fit.


Tip #117Develop a style and become obsessed with your style.

Kyoive HenryInternet Marketing,

An Affiliate of Empower Network

Tip #114The highest rewards do not go to the hardest-working, the most intelligent, or the best prepared. The highest rewards go to the people who are most willing to self-promote.


Tip #116Ask the obvious question.

Kaci WongsmithDistrict Sales Manager, Pearson Education

Tip #118In my opinion, trust, honesty and positive impressions are more important than low price.

M. Nedim BayukAssociated Professor at Harran University

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CHAPTER 11:

Closing the DealAt the end of the day, it’s all about the close. Issues suddenly come up, like cost concerns or whether the timing is right. If you’ve demonstrated your expertise and trustworthiness throughout the prospecting process you can guide them in the right direction in a way that feels genuine and will have them signing on the dotted line.

Put that coffee down. Coffee is for closers only!- Glengarry Glen Ross

CHAPTER 11: Closing the Deal

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Tip #119Today’s self-educating buyer doesn’t want to be sold.They want to make the right buying decision. Your job is to help them complete their education in a manner that favors your product or service.


Tip #123Forget the ABC of sales. In a long-tail economy, you need to always be opening.


Tip #121Customers make every decision differently — every time.


Tip #125Your expertise and perspective are part of what the customer is buying.


Tip #120Most sales presentations drift to a finish without an order. When you notice increased eye contact, enthusiasm over points being made, requests for product or purchase options, or questions about customization, payment or delivery details, stop selling and give your customer the chance to buy.

Barbara Findlay Schenckmarketing specialist and columnist

Tip #124I believe that many sales pros are too focused on themselves and not their prospect. Reaching their own goal is top priority rather than adding value for their prospect.


Tip #122Always present your customer with two options: one that is higher-priced to provide a contrast to the regular offer.

Mark HunterThe Sales Hunter

Tip #126Don’t sell; help the prospect buy — but only if both prospect and rep are sure there is a great fit!



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Tip #130Always look for evidence. When presented with comments like “Joe Smith really likes us,” or “We have strong compelling event,” you should always respond with questions like “How do we know?” Be clear about the evidence of customer action that helps support those assertions.


Tip #129People love to talk about themselves…just don’t let that be you! The more you get people talking about themselves, the more likely you’ll hear a buying signal or at minimum build rapport for the next interaction.


Tip #128Study your customer’s internal processes. Don’t assume they care about yours.


Tip #127Listen, reflectively. Don’t just hear what your buyer’s saying in conversation with you. Understand them, with insights and empathy. The more you ‘get’ what you’ve been told, the higher the odds you’ll win repeated conversations.

John CousineauPresident, Innovative Information, Inc.

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SALES SOLUTIONS THAT WILL MAKE YOUR BUSINESS MORE PRODUCTIVEIf you want to grow your sales and establish a transparent sales process, you need an easy-to-use Customer Relationship Managment system. Salesforce allows you to store customer and prospect contact information, accounts, leads, and sales opportunities in one central location.

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The information provided in this e-book is strictly for the convenience of our customers and is for general informational purposes only. Publication by salesforce.com does not constitute an endorsement. Salesforce.com does not warrant the accuracy or completeness of any information, text, graphics, links or other items contained within this e-book. Salesforce.com does not guarantee you will achieve any specific results if you follow any advice in the e-book. It may be advisable for you to consult with a professional such as a lawyer, accountant, architect, business advisor or professional engineer to get specific advice that applies to your specific situation.

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130 SALES TIPS FOR130 SALES TIPS FOR 2015 If you’re in sales, you know just how important it is to maximize your productivity, stay motivated, and close deals. But the landscape